Job DescriptionPOSITION SUMMARYReporting to the Director of Technical Sales - Thermal Management, this role is responsible for Technical Business Development activities and growth initiatives for Vertiv Thermal Management Products in North America focused on Hyperscale customers. The Technical Business Development Manager is responsible for driving growth through identifying new opportunities, fostering strategic partnerships, and developing technical solutions while maintaining strong relationships with key stakeholders. This role requires deep data center knowledge, expertise in AC Thermal system implementation and the ability to align product offerings with market demands.
RESPONSIBILITIES- Build and maintain strong relationships with key decision-makers and senior executives with existing clients and Vertiv key account directors
- Maintain strategic customer partnerships through technical discussions
- Design and propose complex, tailored technical solutions that address business needs and align with company goals
- Produce customer specific presentations that align with their strategy
- Provides technical review and response to Request for Proposals (RFP) for Vertiv Thermal Management opportunities for assigned Hyperscale accounts. Primary focus will be specification CDE review/completion, review of electrical drawings submitted with RFP, assistance with initial equipment configurations based on understanding of specification/drawing requirements, and aid with completing project specific bid forms (when required).
- Lead coordination with internal teams such as engineering, SFA engineering, technical sales, and sales teams to address barriers in opportunities to orders process
- Represent the company and actively participate in key customer factory visits.
- Participate as needed in account planning efforts and engagement strategies for key clients.
- Support technical proposals, design documentation and project proposals to aid the design process and delivery to customers.
- Provide sales staff with technical assistance and support for technical documentation and customer-facing presentations and engagements including leading customer communications.
- Participate in New Product Development efforts.
- Provide industry feedback to product managers for product improvements and roadmaps
- Travel as required to support assigned Hyperscale accounts to support increasing share of wallet within the assigned accounts by supporting in person meetings.
QUALIFICATIONS- Bachelor's degree in engineering, business or related field
- 5-8 years of experience in technical sales or business development roles
- Technical knowledge of 3-phase AC Thermal products and applications
- Deep market dynamics and industry knowledge
- Experience working on large, complex RFQs
- Experience working with Sales Offices and Account Managers
- Salesmanship and self-confidence to deal with frequent, stressful customer relationship issues
- Sales Presentation skills
- Ability to work independently with minimal supervision and drive initiatives to completion
- Ability to multi-task and manage multiple projects simultaneously
- Assist in problem job / equipment reconciliation
- Provide a role model within the company for sales department functions
PHYSICAL & ENVIRONMENTAL DEMANDSTIME TRAVEL REQUIREDThe successful candidate will embrace Vertiv's Core Principals & Behaviors to help execute our Strategic Priorities.
OUR CORE PRINCIPLES: Safety. Integrity. Respect. Teamwork. Inclusion.
OUR STRATEGIC PRIORITIES- Customer Focus
- Operational Excellence
- High-Performance Culture
- Innovation
- Financial Strength
OUR BEHAVIORS- Own It
- Act With Urgency
- Foster a Customer-First Mindset
- Think Big and Execute
- Lead by Example
- Drive Continuous Improvement
- Learn and Seek Out Development
